Area Sales Executive

Overview

This role requires a graduate or postgraduate candidate proficient in market execution, business development, channel partner management, and strong selling and negotiation skills.

Key Responsibilities

• Achieve and monitor secondary sales targets effectively.
• Set objectives for Area Warehouses (AW) and break these down for Area Warehouse Sales Managers (AWSM) on a beat-wise basis.
• Communicate objectives clearly to AW teams and periodically track progress against them.
• Manage, support, and motivate AW staff to align with business goals.
• Ensure the availability of adequate infrastructure and systems for smooth operations.
• Serve as the commercial liaison between AW teams and Britannia Industries Limited (BIL).
• Coach, manage, and evaluate the performance of AWSM, including training on sales call processes and BIL best practices.
• Provide on-the-job support to resolve territory-specific challenges.
• Maintain service levels within the market while expanding business in both existing and new outlets.
• Ensure excellent dealer servicing and foster strong relations with existing dealers to increase coverage depth and breadth.
• Identify and prospect new retail outlets, and conduct activations as directed by the Area Sales Manager (ASM).
• Implement merchandising and visibility activities adhering to planograms.
• Execute primary and secondary merchandising and visibility tasks consistently.
• Manage the launch of new consumer promotions, trade schemes, and products through communication and sampling activities.
• Effectively communicate promotional schemes to AWSM to ensure correct stock sell-in at dealer points.
• Monitor and review the success of new products and schemes.
• Gather and report market intelligence, including competitor promotions, pricing, new launches, visibility, and off-take statistics.
• Maintain records and systems like PJP data, MIS reports, and act as the hub for UDAAN operations.
• Represent Britannia in handling consumer complaints by visiting consumers to resolve quality issues and update the quality department accordingly.